USE A RELATIONSHIP
MAPPING TOOL
Visualise who and what you know about your customers and your steps to success will become clearer
It’s difficult to understand the gaps in who and what you know until you map it out
It’s what high performing salespeople do
START WITH EACH BUYER AT AN OPPORTUNITY LEVEL
A great relationship mapping tool is intuitive and easy to use,
that’s why we didn’t use complicated icons or symbols.
RELATIONSHIP STATUS
KEY PLAYERS
PROBLEM OWNERS
CHAMPIONS
BUYING ROLE
BUYER ACCESS
POSITION ON CHANGE
SOLUTION FIT
BUYER PREFERENCE
BUYER STEPS
WHO REPORTS TO WHO?
Understanding your customers buying committee hierarchy is vital in sales.
Our relationship mapping tool enables you to easily create buying committee organigrams at opportunity, account, global account and partner levels.
Every company has a chain of command, it pays to know what it is
WHO REPORTS TO WHO?
Understanding your customers buying committee hierarchy is vital in sales.
Our relationship mapping tool enables you to easily create buying committee organigrams at opportunity, account, global account and partner levels.
Every company has a chain of command, it pays to know what it is
WHAT ABOUT POLITICS
The more you capture and understand the politics and dynamics the more clarity your team will have on what needs to be done, and with whom.
Visualise who are allies, who’s influencing who, which buyers are in conflict and if there are any indirect reporting lines.
Capture notes about the dynamics between buyers.
Politics is prevalent in every account, it pays to understand it
BUYER INFLUENCE
Visualise your customers buying committees by buyer type and their level of influence.
Exec, Economic, Technical and user buyers with high, medium and low levels of influence on the decision outcome.
Simply drag and drop them into the relevant section to get great clarity on where you need to focus.
Influence can be more powerful than authority, it pays to identify who has it
BUYER INFLUENCE
Visualise your customers buying committees by buyer type and their level of influence.
Exec, Economic, Technical and user buyers with high, medium and low levels of influence on the decision outcome.
Simply drag and drop them into the relevant section to get great clarity on where you need to focus.
Influence can be more powerful than authority, it pays to identify who has it
BUYING STAGE
Visualise each buyer based on where you think they are in the buying process.
Then you’ll know where to focus your efforts to help them through it.
Each buyer can be at a different stage in the process, it pays to know where
UNDERSTAND EACH BUYER
It’s not just who you know it’s what you know about them.
Learn and capture what’s important to each buyer and plan the steps you need to take with each of them to improve your position.
Build a profile about each buyer for each deal.
Each buyer has a say in your outcome, it pays to understand everyone involved
UNDERSTAND EACH BUYER
It’s not just who you know it’s what you know about them.
Learn and capture what’s important to each buyer and plan the steps you need to take with each of them to improve your position.
Build a profile about each buyer for each deal.
Each buyer has a say in your outcome, it pays to understand everyone involved
WHY CHANGE AND WHY NOW?
Prospects buy to solve business problems and achieve business goals.
We’ve given you an easy way to capture, share and review the business drivers and outcomes that the buying committee are working hard to solve.
Organising this vital information in an easily reviewable format helps sales teams, sales leaders and colleagues who work as a team on your important sales opportunities.
No problem, no prospect. It pays to know what’s driving the need for change
VIEW EACH BUYER AT AN ACCOUNT LEVEL
LEVEL OF BUSINESS SUPPORT FOR YOU
LEVEL OF BUSINESS INVOLVEMENT
LEVEL OF BUSINESS INFLUENCE
OPPORTUNITIES THEY ARE INVOLVED IN
LEVEL OF BUSINESS SUPPORT FOR YOU
LEVEL OF BUSINESS INVOLVEMENT
LEVEL OF BUSINESS INFLUENCE
OPPORTUNITIES THEY ARE INVOLVED IN
ACCOUNT FOCUS
The more buyer contacts in an account the more complexity there is to manage.
Organise each contact from a general business level.
Drag, drop and visualise each of them based on business power and level of interest in what you can do for them.
Different buyers need different management, it pays to focus your efforts with the right buyers
ACCOUNT SWOT AND RAID
SWOT and RAID analysis are invaluable capabilities for any relationship mapping tool.
Take the time to analyse and discuss your accounts in detail, you may be surprised at how much they can help.
SWOT is well known by most sales teams, adding RAID can be a real eye opener. Think about the Risks, Assumptions, Issues and Dependencies for your important accounts.
Which accounts are the rights ones for you, it pays to assess them
ACCOUNT SWOT AND RAID
SWOT and RAID analysis are invaluable capabilities for any relationship mapping tool.
Take the time to analyse and discuss your accounts in detail, you may be surprised at how much they can help.
SWOT is well known by most sales teams, adding RAID can be a real eye opener. Think about the Risks, Assumptions, Issues and Dependencies for your important accounts.